Business Development Manager-Flow Control

Job Description

Job Description

We are seeking a commercially minded and technically credible leader who can translate market opportunity into profitable growth. The successful candidate will be proactive, collaborative, intellectually curious, and capable of influencing customers, sales teams, operations leaders, and technology partners.

The Flow Control Business Development Manager is responsible for driving profitable growth of AWC’s Flow Control portfolio across assigned territories and market segments. This individual will combine commercial leadership, market knowledge, technical credibility, and technology-partner management to help AWC identify, develop, and win strategic opportunities.

Working through AWC’s Technical Account Managers, regional sales leaders, applications resources, operations teams, and technology partners, the BDM will develop market strategies, establish target-account priorities, create qualified pipeline, support complex opportunities, and build the capabilities required to expand AWC’s position in control valves, isolation valves, actuation, severe-service applications, and related services.

Technical Account Managers will retain ownership of customer relationships and account strategy. The BDM will provide the Flow Control expertise, application-based sales strategies, repeatable sales plays, technology-partner coordination, and opportunity leadership necessary to accelerate growth across the organization.

How you’ll make an impact:

LOB Growth Strategy

• Develop and execute the Flow Control growth plan by territory, vertical market, product family, and technology partner
• Identify market whitespace, target accounts, competitive displacement opportunities, and strategic projects
• Establish focused sales campaigns and measurable opportunity-development objectives
• Monitor market conditions, competitor activity, customer investment trends, and installed-base opportunities
• Identify portfolio gaps, overlapping solutions, and emerging technology needs, and recommend appropriate product, partner, or capability additions

Sales Enablement and Opportunity Leadership

• Work through Technical Account Managers and Regional Sales Managers to create and advance qualified pipeline
• Participate in strategic customer meetings, discovery sessions, application reviews, and solution presentations
• Help develop opportunity strategies, differentiated value propositions, and competitive positioning
• Support technically and commercially complex opportunities through specification, selection, proposal, and close
• Develop repeatable sales tools, application guides, battlecards, and customer-facing presentations

Technology-Partner Leadership

• Develop joint business plans with assigned Flow Control technology partners
• Coordinate training, customer activity, opportunity support, forecasting, and product launches
• Communicate AWC market feedback, competitive intelligence, customer requirements, and capability needs
• Hold both AWC and its partners accountable for agreed-upon growth initiatives

Technical and Market Expertise

• Serve as a trusted Flow Control resource for customers and the AWC sales organization
• Maintain working knowledge across control valves, isolation valves, severe-service applications, actuation, diagnostics, and related accessories
• Lead customer and internal training on applications, selection, operation, and value
• Coordinate deeper applications-engineering, factory, or field-service support when required

Capability and Operational Development

• Translate market demand into recommendations for inventory, assembly, repair, testing, and field-service capabilities
• Partner with operations and engineering to develop and launch new capabilities
• Support standardization, training, documentation, and commercialization of new operational offerings
• Ensure investments are supported by identifiable market demand, target accounts, expected revenue, and execution plans

Measures of Success

• Flow Control bookings, revenue, gross profit, and growth versus plan
• Qualified pipeline creation and pipeline coverage
• New accounts, new applications, and competitive displacement wins
• Growth across priority product families and vertical markets
• Execution of partner business plans
• Account Manager engagement and sales-team enablement
• Conversion of strategic opportunities
• Growth in AWC assembly, repair, inventory, and field-service pull-through
• Effectiveness of product launches and targeted sales campaigns

Skills you’ll need

• Demonstrated success growing industrial products, engineered solutions, or services
• Strong knowledge of control valves, isolation valves, actuation, automation accessories, or related Flow Control technologies
• Experience developing account-, market-, or product-growth strategies
• Ability to interpret sales, pipeline, quotation, and market data
• Commercial understanding of pricing, margin, channel strategy, and competitive positioning
• Ability to lead through influence across sales, operations, engineering, and technology-partner organizations
• Strong discovery, presentation, facilitation, and executive-communication skills
• Willingness to travel regularly throughout assigned AWC territories
• Experience in refining, chemical, petrochemical, midstream, LNG, power, or other process industries

Here’s what will set you apart

• Experience as a Technical Account Manager, Applications Engineer, Product Manager, Business Development Manager, or similar customer-facing industrial role
• Demonstrated ability to build productive relationships with manufacturers and technology partners
• Familiarity with major Flow Control manufacturers—including Fisher, Flowserve, Masoneilan, Valmet, Samson, IMI, Rotork, and others—and an understanding of their relative strengths and market positioning
• Experience launching new products, sales campaigns, inventory programs, or operational capabilities
• Established relationships within refining, chemical, petrochemical, midstream, LNG, or power markets

The Rewards

• Employee Stock Ownership Plan (ESOP)
• 401(k) Match
• Competitive Pay
• Medical, Dental and Vision Insurance Package
• Life Insurance
• Paid Time Off and Holiday Pay
• Career Development Opportunities

About AWC

As employee-owners, we seek to develop fulfilling careers by pushing ourselves to deliver better, safer, more effective automation solutions. We do this through strategically partnering with the world’s most-recognized brands to help engineering, reliability, and maintenance teams solve problems effectively. Our team of over 700 employee-owners embrace innovative and creative methods to expand our expertise while providing genuine value to our customers and technology partners.

How We Win Together

We are committed to solving customer problems and are looking for team members that want to be a trusted resource to those looking for a partner who out-knows, out-cares, and out-serves everyone else. Every day, we strive to deliver on our mission to empower people to make the greatest positive impact for the communities and families we serve together. Our Winning Together culture starts with a shared commitment to building an environment of inclusiveness, trust, and mutual respect. We know that when people like you are safe to pursue your passions, to learn, to serve, and to share in the rewards from our combined efforts, then we are winning together.